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Assessing Jay's Negotiation Skills

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Questions and Answers

Which of the following is NOT a method to reflect on negotiation performance?

Comparing actual outcomes with objectives
Reviewing the agreement achieved
Creating a contract management plan (correct)
Evaluating the performance of individuals and the team

What did Jay's manager emphasize as important in the negotiation with Maximus?

Achieving price savings
Receiving high-quality goods
Meeting sustainability objectives
All of the above (correct)

Why was Jay not able to book a proper meeting room for the negotiation?

Jay didn't have enough time to book a room (correct)
There were no available meeting rooms
The negotiation was impromptu
Jay forgot to book a room

What did Jay have to sacrifice in order to achieve a price reduction from Maximus?

All of the above (D) Signup and view all the answers

Which type of negotiation approach focuses on maintaining a strong relationship after the negotiation?

Collaborative approach (B) Signup and view all the answers

In which type of commercial relationships are negotiations often distributive and the relationship remains transactional afterwards?

Relatively distant and transactional relationships (D) Signup and view all the answers

Which principle is suggested to support maintaining a strong relationship after a negotiation?

Leave open the option of future business (C) Signup and view all the answers

Which of the following is a post-negotiation activity related to the closure stage?

Putting the final agreement in writing and getting sign-off from relevant parties (B) Signup and view all the answers

Which of the following is NOT a role of the closure stage in commercial negotiations?

Providing an agenda for action and allocation of responsibilities (C) Signup and view all the answers

Which of the following is a typical post-negotiation activity related to protecting relationships after the negotiation?

Adopting appropriate behavior to suit the future working position (C) Signup and view all the answers

What is one improvement that could be made in the negotiation stage?

Spend more time preparing and produce a clear set of prioritized objectives using the MIL method. (B) Signup and view all the answers

What is one lesson learned from the opening stage of the negotiation?

Ensure a suitable meeting space is booked and don't keep the other party waiting. (C) Signup and view all the answers

What is one improvement that could be made in the testing stage of the negotiation?

Use probing questions during the testing stage to elicit more information about the feasibility and impacts of the desired outcome on price. (B) Signup and view all the answers

What is one improvement that could be made in the agreement stage of the negotiation?

Ensure the specification is clearly stated in the newly agreed contract. (C) Signup and view all the answers